Ravi Ramanathan
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Vice President, Sales Engineering
United States
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Vice President, Americas Sales EngineeringNeojAug 2017 - Current (9 years 2 months)Build the knowledge layer for AI you can trust. Neo4j is the world's leading graph database & connected data analytics platform. Neo4j is a highly scalable platform that helps companies meet today's complex AI and connected data challenges including fraud detection, real-time recommendations, customer 360, supply chain logistics, identity & access management, network security, knowledge graphs, and a variety of AI applications.
We are in the process of expanding our world-class Sales Engineering team.- Vice President, Worldwide Sales EngineeringZoomdataSep 2014 - Aug 2017 (3 years)Zoomdata is a big data exploration and visualization platform built for diverse big data architectures that include NoSQL, graph, search, Hadoop, Spark, and streaming data, as well as traditional relational/SQL sources.
- Built and led the worldwide Sales Engineering team
- Defined technical selling processes and pre-sales playbook to increase win rates and sales velocity
- Developed pre-sales tool kit including template POC plans to facilitate consistent POC execution
- Trained broader sales team (AEs, SEs, SDRs) on deal qualification, discovery techniques, identifying evaluation/success criteria, POC planning and execution
- Developed key inputs into product roadmap & strategy from field experience in orde - Vice President, Global Sales EngineeringActian CorporationApr 2013 - Sep 2014 (1 year 6 months)- Key member of the Executive Leadership Team to define go-to-market, sales, product, pricing, organizational and execution strategies
- Integrated the Pre-Sales function and Sales Engineering teams from 4 acquired companies (including ParAccel)
- Led the worldwide Sales Engineering team (> 100 people) and defined technical sales processes for the Actian Analytics Platform across all geographies and product lines
- Key member of the Product Review Board to define product direction and prioritize product features - PSenior Director, Field EngineeringParAccelNov 2007 - Apr 2013 (5 years 6 months)Actian acquired ParAccel in April 2013
- Started, developed, and led ParAccel's Sales Engineering team and Professional Services business (including P & L)
- Built the Pre-Sales Engineering team and defined technical sales processes during the early years of the company.
- Led numerous pre-sale proof-of-concepts and post-sale customer engagements in the areas of big-data analytics, social media analytics, cloud based services, and SaaS
- Developed and marketed packaged professional services offerings in order to effectively position and sell professional services with every software deal
- Played a key role in all of the company's early deals
- Recruited, mentored, and managed staff of architects, project - Senior Director, Professional ServicesMicroStrategyJan 2006 - Nov 2007 (1 year 11 months)- Overall responsibility (including P&L) for 3 business units comprised of 3 Professional Services Directors and numerous billable resources (> 70)
- Mentored project managers and new practice directors
- Ensured sales processes as well as project delivery best practices were followed
- Worked closely with sales management and contributed to numerous software sales - Director, Professional ServicesActuateSep 2002 - Dec 2005 (3 years 4 months)- Overall responsibility (including P & L) for Actuate's Central Region Professional Services Practice.
- Led development of packaged offerings and trained sales teams to sell services
- Assisted prospects and clients with defining data and BI vision & architecture
- Became a go-to resource for the sales team to help win new customers - Director, Professional ServicesBlue Martini SoftwareMar 2000 - Sep 2002 (2 years 7 months)- Overall responsibility (including P & L) for Blue Martini's Central Region Professional Services Practice.
- Led the practice through rapid growth. Expanded the billable services presence at many customers.
- Led the effort to define packaged services offerings and trained the sales teams. This led directly to increased services sales.
- Built the regional Sales Engineering team and led the technical aspects of numerous sales cycles which led to key software license deals. - Principal ConsultantPricewaterhouseCoopersSep 1994 - Mar 2000 (5 years 7 months)Leader in the Data Warehousing/Business Intelligence practice, leading complex projects, developing business, and defining go-to-market approaches. Started as a Senior Consultant and progressed to Principal Consultant / Senior Manager, managing large, multi-team and multi-location projects.
- ConsultantAccentureJul 1992 - Sep 1994 (2 years 3 months)
Education
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- BA, EconomicsLoyola University Chicago
- Graduate School of Business, Information TechnologyDePaul University